Get the Answers You Need
Whether you have specific questions about building a more effective B2B sales operation—or just want to know which questions you should be asking—the library of questions in the SellingBrew Playbook makes it easy to find the answers and resources you need.
Here are just a few that subscribers get access to:
- I'm tired of policing my sales team and playing "bad cop" on every deal. Any suggestions?
- What's the difference between a "defined" and "undefined" market?
- When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
- By tightening-up our targeting criteria, aren't we shrinking our sales potential?
- Our whitepapers aren't generating very many leads. Any suggestions?
- What's the difference between "explicit" and "latent" demand?
- Should Sales Ops and Marketing Ops be combined? Is this common?
- What’s the difference between “hard” and “soft” value-drivers?
- Any ideas for teaching our salespeople how to deal with Procurement?
- Why are the early signs of customer defection so difficult to spot?
This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Are They a Price Buyer or a Poker Player?
In this expert interview with Nelson Hyde of Holden Advisors, you will learn how to tell the difference between true price buyers and buyers who are bluffing.
View This Interview -
Being Fearless When Selling to Procurement
Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.
View This Interview -
Exploring Four Different Types of Buyers
This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.
View This Interview -
Three Buyers That Don't Buy On Price
If you lower your price, will you have a better chance of winning? Learn how to identify the buyers where additional discounts don't matter...and those that are secretly willing to pay more.
View This Diagnostic -
Designing Sales Comp Plans That Actually Work
For driving salesperson behavior, your sales comp plan is one of the most powerful tools at your disposal. But any incentive you offer can have disastrous unintended consequences. In this guide, learn about four pitfalls to avoid and ten things to consider when designing your comp plan.
View This Guide -
Isolating the Impacts of Price, Volume, Cost and Mix
Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.
View This Tool -
The Competitor Assessment Scorecard
Use this scorecard to assess your competitors relative to each other and yourself on the various elements of the Triangulated Competitive Audit.
View This Tool -
Why Sales Ops Initiatives Fail
Some sales ops initiatives just don’t work out as planned—they either struggle to produce worthwhile results or they fail outright. So, how do we avoid making the same mistakes that have derailed other initiatives?
View This Webinar -
Survival Strategies for Raising Prices
In this on-demand training seminar, learn why some B2B companies struggle with price increases while others are able to do it with far less pain and angst. What are leading companies doing differently to execute price increases with far less risk, conflict, and uncertainty?
View This Webinar
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The Sales Ops Blueprint
A Best Practices Guide To Getting Started...Or Starting Over
